Often, supervisors and employees have difficulty being creative because they are afraid their ideas will fail. A supervisor can overcome this barrier by
A. asking employees to take the focus away from customer satisfaction.
B. using bounded rationality.
C. using groupthink.
D. accepting that employee failures will occur.
Answer: D
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Vertical coordination can facilitate stronger customer-seller ties but at the same time may increase the risk to the customer's and supplier's specific investments. What are specific investments and why are they risky?
What will be an ideal response?
Providing extra amenities to differentiate and support high-priced products is referred to as ________ pricing
A) high-low B) value-added C) target return D) everyday low E) cost-plus
Explain the undifferentiated selling approach.
What will be an ideal response?
Educational seminars are most likely a good source of prospects because:
A) people who pay for a seminar will buy product B) salespeople need help conducting demonstrations C) most seminar attendees are referrals D) product benefits and features can be showcased E) salespeople can build a close into the keynote speech